Enterprise Sales Director, Eastern​/Great Lakes

Enterprise Sales Director, Eastern/Great Lakes

Michigan, United States

Location:

MI
- Remote

The Enterprise Sales Director is responsible for leading and scaling the sales function within their assigned region, with a focus on acquiring and growing relationships with the organization's largest and most strategic accounts (7,500+ employees). This role owns the full sales cycle for enterprise-level engagements — from pipeline development and stakeholder mapping through negotiation and closing — while translating company-wide sales strategy into actionable regional plans.

As the Sales Director for your territory, you will help set the tone for the team's approach to complex, high-value deals and navigating multi-stakeholder buying committees, long sales cycles, and enterprise procurement processes, positioning the company as a strategic partner rather than a vendor.

Success in this role requires a combination of strategic thinking, hands-on deal leadership, and cross-functional collaboration with marketing, customer success, product, and legal teams to ensure smooth deal execution and long-term account health. The Enterprise Sales Director is ultimately accountable for revenue targets, forecast accuracy, and the overall health and growth of the enterprise book of business.

Strategy & Market Growth

• Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets
• Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration

Sales Execution

• Manage the full sales cycle, from prospecting through to on-boarded customers
• Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities
• Qualify leads and work with the sales team to overcome obstacles to achieving sales goals
• Negotiate commercial terms with customers
• Ensure a seamless handover of new customers to Customer Success and Customer Support

Relationships & Representation

• Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region
• Attend conferences and industry events to promote Airlock Digital

Cross-Functional Collaboration

• Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals
• Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements

Reporting & Analysis

• Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics
• Analyze sales data to identify trends, opportunities, and areas for improvement

• 8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota
• Must live within and have an established sales history/network in the Eastern/Great Lakes (MI, IN, Western PA)
• Deep understanding of the cybersecurity industry, market landscape, and emerging trends
• Experience executing go-to-market strategies and managing complex, multi-channel sales cycles
• Strong understanding of SaaS business models, sales cycles, and solution/value-based selling methodologies
• Established relationships with and/or ability to network with business owners, CISOs, and technology leaders across organizations of all sizes
• Excellent verbal, written, and presentation communication skills, with the ability to build rapport and negotiate effectively at the executive level
• Skilled in pipeline management and forecasting, with proficiency in CRM tools (e.g., Hub Spot)
• Proactive, self-motivated, and results-oriented, with a strong drive to exceed sales targets
• Bachelor's degree or equivalent practical experience
• Willingness to travel as needed within the territory

We don't think money is everything, but we know it is an important part of your decision to apply for a role. This OTE range for this position is USD $ to $. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data,…